Demand Generation Lead

Fulcrum; San Francisco (CA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive salary

Meaningful equity

Full health, dental & vision

Job summary

Fulcrum is seeking its founding Demand Generation hire to build the pipeline engine from the ground up. You’ll own top-of-funnel for mid-market and enterprise, driving outbound campaigns, paid channels, and the programs that feed our AE team with a predictable stream of qualified pipeline.

This is a 0→1 builder role where you’ll partner closely with RevOps and Sales to shape our GTM motion. You’ll lead outbound, paid, and SEO strategies, develop gated content, and run webinars to accelerate

Qualifications

• 7+ years in B2B demand generation, ideally B2B SaaS.
• Experience building outbound and paid pipeline from zero.
• Hands-on IC with no team to delegate to initially.
• Experience partnering with Sales/RevOps on lead handoff and SLAs.

Responsibilities

• Build and manage outbound demand gen campaigns (email, LinkedIn, ABM) for target brokerages.
• Own paid channels (LinkedIn Ads, Google Ads) and track CAC and pipeline contribution.
• Define and execute SEO strategy (technical, on-page, content) for organic growth.
• Develop gated content and nurture sequences to convert traffic into MQLs.
• Run webinar programs to support AE pipeline targets.
• Define MQL→SQL→S2 funnel with RevOps and Sales.

Skills

Autonomy

Ownership

Analytical thinking

B2B SaaS

Campaign management

Outbound marketing

SEO basics

Content marketing

ABM

Sales/RevOps collaboration

Tools

HubSpot

Marketo

Salesforce

Google Ads

Job description

About Fulcrum

The $1.5 trillion insurance industry is powered by brokers. Every business needs insurance, and the brokerage industry is hamstrung by account management capacity. Account managers are constantly pulled in multiple directions—keying information into systems, chasing documents, doing mundane work—rather than focusing on the client interactions that actually matter. Most brokerages either outsource this work or grind through it manually.

We're building an AI platform to automate this insurance drudgery. Our platform already saves customers thousands of hours and millions of dollars every year. Our customers love the product— we have deep penetration within enterprise brokerages and genuinely enjoy making our customers' lives better. We just raised our Series A and are just getting started.

About Fulcrum

The $1.5 trillion insurance industry is powered by brokers. Every business needs insurance, and the brokerage industry is hamstrung by account management capacity. Account managers are constantly pulled in multiple directions—keying information into systems, chasing documents, doing mundane work—rather than focusing on the client interactions that actually matter. Most brokerages either outsource this work or grind through it manually.

We're building an AI platform to automate this insurance drudgery. Our platform already saves customers thousands of hours and millions of dollars every year. Our customers love the product— we have deep penetration within enterprise brokerages and genuinely enjoy making our customers' lives better. We just raised our Series A and are just getting started.

Why Fulcrum

• Rocket-ship growth. We’ve achieved multiple seven figures in ARR in just over a year, serving large enterprise clients including 30% of the top 50 brokers in the country.
• Extreme ownership. You’ll work directly with enterprise users and ship end-to-end products that save them hours every week.
• Bleeding-edge problems, real impact. Tackle tough AI and product challenges whose wins show up immediately in customer workflows.
• In-person collaboration. Join a lean, staff-level team (ex-Affirm, Uber, DoorDash, McKinsey) working side-by-side in San Francisco; we believe the best ideas are fostered in an in-person environment.
• Top-of-market rewards. Competitive base salary plus meaningful founding-team equity.

About The Role

Fulcrum is looking for our founding Demand Generation hire to build the pipeline engine from the ground up. You'll own top-of-funnel for both mid-market and enterprise segments: outbound campaigns, paid channels, and the programs that feed our AE team a predictable stream of qualified pipeline. This is a 0→1 builder role where you can influence our entire GTM motion. You'll partner tightly with RevOps on lead definitions, handoff, and marketing ops fundamentals, and with Sales on messaging and targeting, to architect how an entire industry hears about AI-powered insurance software.

What You’ll Do

• Build and run outbound demand gen campaigns (email, LinkedIn, ABM) targeting commercial insurance brokerages
• Manage paid channels (LinkedIn Ads, Google Ads/SEM, industry-specific placements) and own CAC and pipeline-contribution metrics
• Own SEO strategy (technical, on-page, content/link) to build compounding organic pipeline — an always-on background investment rather than a quarter-one priority
• Monitor and optimize for AEO (answer engine optimization) — how Fulcrum shows up in ChatGPT, Perplexity, and other AI-driven research tools as buyers increasingly start vendor research there
• Build a gated content program (white papers, guides, benchmark reports) to convert organic and paid traffic into MQLs, and feed nurture sequences
• Run webinar programs that directly support AE pipeline targets
• Define and instrument the MQL → SQL → S2 funnel in partnership with RevOps
• Partner with Sales leadership on ICP, messaging, and campaign feedback loops
• Partner with RevOps to stand up marketing ops fundamentals — attribution, lead scoring, marketing automation/CRM integration — as the function scales
• Report pipeline contribution and ROI directly to leadership

What We Are Looking For

• An extreme level of autonomy and ownership — this is Fulcrum's first marketing hire, so there's no existing playbook, team, or stack to inherit
• Strong analytical rigor; you own funnel metrics and CAC/ROI reporting without hand-holding
• A builder mentality across a wide channel mix (outbound, paid, SEO, content) with the judgment to sequence priorities across channels rather than spreading thin evenly across all of them from day one
• Comfortable as a hands-on IC with no team to delegate to initially

About You

• 7+ years in B2B demand generation, ideally B2B SaaS
• Track record building outbound and paid pipeline-gen programs from zero — not just running an inherited playbook
• Working knowledge of SEM/paid search platforms (Google Ads) and SEO fundamentals (technical + content)
• Experience partnering directly with Sales/RevOps on lead handoff and SLAs
• ABM experience across both MM and ENT segments
• Experience running content-to-lead programs (gating strategy, nurture sequencing, lead scoring tie-in)
• Early experience with AEO/GEO practices, or demonstrated curiosity about AI-driven search — genuinely new territory, so treat as upside not a filter
• Bonus: Insurance, insurtech, or vertical SaaS experience with complex, multi-stakeholder buyers
• Bonus: Early-stage (Series A/B) experience building a marketing function from scratch
• Bonus: Familiarity with marketing automation/lead scoring (HubSpot, Marketo, or similar) and Salesforce

Our Team and Philosophy

• Builders at heart. You don't wait for a process to exist—you create it, refine it, and own it.
• Bias toward action. You have an internal sense of urgency. You'd much rather get something done today than tomorrow.
• Owners, not renters. You treat the company's money and decisions like your own. You hold yourself accountable to outcomes, not just outputs.
• Ambitious about the opportunity. You're excited about building the defining AI company in the insurance industry—and you understand that great finance is a competitive advantage.

What We Offer

• Competitive salary + meaningful equity.
• Full health, dental & vision.
• High-ownership, high-trust culture with lightning-fast executors.
• Regular team off-sites, dinners, and an office stocked for builders.